Every relationship strategy needs three parts: you (irreplaceable), repeatable recipes, and tools that amplify you.
The idea
Any relationship strategy has three parts. People is you. These are one-to-one relationships, so they need to know you, not the company logo. Technology can empower you, but it can't replace you; you still have to turn the crank. Processes are your recipes: the micro-tactics you repeat until they run almost on autopilot, like driving a car. You already know what to jot down in a meeting, how to look someone up, what a strong follow-up looks like. Systems are the tools that let you crush those tasks, like the exoskeleton Sigourney Weaver straps on in Alien. Systems aren't only software. A template or a stack of pre-stamped cards counts.
How to do it
People: decide what only you can do. Showing up, picking who matters, pressing Send.
Processes: develop recipes for what you repeat: what to note in a meeting, how to research someone, how to write a good follow-up.
Systems: choose tools that help you execute those recipes.
When something breaks, ask which of the three failed. Usually it's people.
Example
One of the agents in my book, Payton Stiewe, used his system to reach out to a client he wouldn't have contacted otherwise, because the client wasn't in his region. That one message led to a $2.5 million listing. In his words: "I look like a superhero."
Watch out for
Expecting the system to do the people part. The exoskeleton does nothing without someone inside.
Tools vs. Systems: Strategy first, then tactics, then tools. A tool is only as good as the system around it, so stop shopping for apps and build the system.
You Are the Weakest Link: Like pilot error in most airline accidents, relationship systems usually fail at the human, not the tool. Design your habits around that.
The CAPITAL Strategy: Seven linked steps for building relationship capital: C (Consistent execution), A (Aggregate), P (Prioritize), I (Investigate), T (Timely engagement), A (Add value), L (Leverage).
Prestructured Recipes: Decide once which sequence of touchpoints fits a situation (new job, new house, finished project), then just run it each time it comes up.